For GSIs and sales teams, return on effort is critical. They prioritize partners who offer a clear, vetted value proposition that aligns with their objectives. For example, a product enabling CXOs to engage in larger deals, validated by delivery teams, is more likely to gain attention compared to generic information-sharing calls, which often feel like a burden. Key takeaways: Sales Engagement: Sales teams will engage if you present a well-defined value proposition. Use champions or strong connections to reach decision-makers effectively. Relationship Building: Partnerships require time and consistent effort to establish trust. Quick wins are rare; strong relationships are built over time through field interactions and delivering tangible value. Competitive Advantage: Established partnerships create a significant moat, making it difficult for new players to displace existing ones. This creates a strategic edge for those who invest in nurturing relationships. Ecosystem Collaboration: GSIs increasingly value ecosystems of complementary partners. Collaboration between partners with different but relevant capabilities strengthens the overall offering and solidifies relationships within the GSI network. In summary, successful partnerships are about demonstrating scale, relevance, and long-term commitment, creating a network that benefits all stakeholders involved.